Yearly Archives: 2021

Women in Project Management

Posted on March 8, 2021 in Increase Project Profitability ,Industry Discussion ,Solutions360 by

Is the Systems Integration industry ready to fully acknowledge the value of women in the project management role and support their growth?   By Brad Malone, Managing Partner at Navigate Management Consulting I hope so, because whether the job is filled by women or men, it’s time to shift the paradigm of Project Manager from a through-the-ranks, glorified technical lead (someone who heroically gets the system up and running) – to a proactive, communications-centric facilitator (someone who manages the client’s expectations, coordinates the multiple functions […]

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What Is Backlog Burn Rate?

Posted on March 1, 2021 in Business Process Improvement ,Improve Financial Management ,Q360 ,Solutions360 by

ClearTalk is a podcast where Solutions360 chats with industry thought leaders about best practices, strategy, and insights within the Integration industry. On this week’s episode, our CEO, Brad Dempsey welcomes Tofiq Indawala, Director of Product Management, to the podcast to discuss backlog burn rate and what it means to business owners. A question that Solutions360 keeps hearing, and especially in our last Master Class, is what is backlog burn rate? Backlog is essentially unfinished work – it’s an order from a customer that an integrator […]

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Understand the Power of Variable Costs

Posted on January 11, 2021 in Around the Web ,Blog by

  Integrators that understand the power of variable costs know that every dollar saved goes directly to profits. This is Part 1 in our new blog series from Joel Harris, which explains the power of variable costs for your integration business. More than 20 years ago, I discovered the hidden profit enhancement found in focusing on reducing overhead costs, and on making certain that direct costs were truly variable costs. My company had acquired a failed roll-up with a national footprint, with great customers and […]

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CFO Perspectives on Liquidity and Cash Flow for MSPs

Posted on December 29, 2020 in Customer Success Stories ,Improve Financial Management ,Industry Discussion ,Q360 ,Solutions360 by

CFOs Say Cash is King!  At NSCA’s 2020 Pivot to Profit Virtual (P2Pv), Solutions360 CEO, along with three leading integration firm CFOs, offered their perspectives on understanding liquidity and cash flow for MSPs. 2020 P2Pv Session Presenters: Brad Dempsey, CEO at Solutions360 Inc. Eric Morris, CFO at Wayne Automatic Fire Sprinklers Chris Mounts, CFO at AVI Systems Dave Taccone, Executive Vice President of Finance at Spinitar During the past year, as integration companies battled through the pandemic, it has been important for CFOs to step […]

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Best Practices for Building Recurring Revenue

Posted on December 21, 2020 in Blog ,Improve Financial Management ,Increase Project Profitability ,Solutions360 by

In order to build recurring revenue, integrators are making the shift from a reactive to a proactive support model. There has been a lot of discussion in the integrator community about best practices for developing services and support revenue, and how to embrace a recurring revenue model. In previous blogs we have discussed how customers are asking for AV-as-a-Service, as well as how to create predictable cash flow with monthly recurring revenue. Today, Steve Riley is joined by Chad Sowers, Director of Business Development with […]

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Organizational Change Management Drives Adoption of the New Revenue Recognition Standard

Posted on November 9, 2020 in Around the Web ,Change Management ,Q360 by

How Can Integrators Engage, Enable and Execute Change? Integrators are learning that the new Revenue Recognition standard can have company-wide impacts that affect core business functions and their associated systems and data. Because so many parts of a business are tied to revenue, the new standard is pervasive – touching everything from executive and sales compensation to how products are sold, and how work is done. Systems and processes need to change to accommodate the compliance process, and people need to be trained on the […]

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Buying vs Leasing, Which is Better?

Posted on August 31, 2020 in Around the Web ,Improve Financial Management ,Solutions360 by

The most important distinction between buying vs leasing is how the finance charges are paid. If you have ever bought a house or a car, or started a business, you likely have experience with loans. A question you or your customer may be wondering is when to lease and when to buy using a loan? In this blog, we will compare the two. A loan is ideal for collateral you want to own at the end of the term; something that holds its value past […]

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